BTM Event Video: Greenhouse VP Sales Marc Jacobs – How to build a scalable sales machine

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

Eric from Sales Machine: 

What did you do to build a scalable sales machine?

Marc Jacobs:

A lot of the things that went into it focused on scaling and hiring.  For me, one of the most important things was having a repeatable hiring process.  Just like when you’re selling, you want to have a process that’s repeatable, it’s the same when it comes to hiring.

The way to be able to do that is to understand what you’re looking for.  When you look at candidates for sales, it’s very easy to get tricked.  Every leader has made hiring decisions based on gut feel or based on that sellers past performance, but you need to figure out who’s going to be successful in your organization.  That means you need to figure out what traits make people successful in your org, and then you need to put them in situations where you can test them on those traits.